Please only read this if you are B2B organization with a long sales cycle and you want to build a sound strategy to empower yourself to make the expected revenue for your organization.
Ken LeBlanc is a busy man. As the Sales Director for a tech company, he's tasked with hitting huge sales targets—something he doesn't think may be possible at the rate his team is going. Afternoons are the worst for some reason. This point in the day seems to be when everything comes to a boil: marketing isn't communicating with sales (or vice versa), questions lead to problems, and nothing gets done. Without CRM software, he starts to see his sales targets fading in the distance.
Content is king and a large part of sales enablement, whether you are operating in the B2C or B2B planet. But what we have seen lately with some clients, is that they have adopted content marketing, but it’s not really working for them. Customers expect to find great content at their fingertips and they do not want lots of branding or promotions around them. Let’s all be honest here. You are not a Microsoft/Amazon/Google/Salesforce/SAP/Oracle.
Congratulations, you’re now in your third or fourth year in the business (or maybe you have been in business for the last 10 years) but your marketing is fully disrupted, your revenues are going down and your expenses are going higher. The real question is: how can you make your numbers in 2016 and beyond? The answer: sales enablement services.